What Is Product Positioning?

Product positioning is the process of deciding and connecting exactly how you desire your industry to think and also feel around your product. Successful product placing needs your team to articulate:

How your product have the right to resolve your customer’s problemWhy it is a better solution than its competitors

Why Is Product Positioning Important?

Very few products will reexisting the appropriate solution for everyone. Trying to construct a marketing story so wide that it appeals to everyone will likely cause messaging that fails to resonate via anyone. Product teams have to understand the segment of the market most likely to uncover their product appealing. They also should be able to articulate the value of their product in a way that will certainly resonate specifically through that audience.

You are watching: The goal of positioning is to ________.


If a company desires to industry a line of clothes to upper-income consumers, for example, it will certainly be a misrequire to try positioning those assets as affordable. A much better strategy can be positioning the company’s apparel brand also as the alternative of vital influencers among the uprange demographic.

Note: You can develop more than one position for the exact same product. The goal of placing is to current your product as attractively as possible for a certain sector segment. If your product appeals to numerous demographics, you will certainly desire to construct a placing plan for each segment. Each message will certainly most likely be different.

How Can I Position My Product?

Before we discuss a few best practices for this exercise, it’s essential to attend to a prevalent misconception that many marketing and product groups have actually around product positioning. Ultimately, a business does not acquire to identify the position its product holds in the sector. Only the industry itself deserve to execute that.

As marketing experts Al Ries and Jack Trout describe in their book Positioning: The Battle for Your Mind, a product’s place lives in the minds of its customers and also the general public. It represents every one of the experiences world have actually had with a product and also its agency, and the emotional reactivity they have once they watch the product, hears its name, sees its logo design, or hear a referral.

But even knowing that it will certainly eventually be as much as your sector exactly how they watch your product, you should still connect in the positioning exercise. Your goal right here is to figure out the a lot of compelling way to present your product to your target customers. Here are a couple of measures to get you started:

Tip 1: Get to Know Your Persona

The first action in arising an effective placing setup for your product is to get a deep knowledge of the world you hope will buy it.

You should learn even more than just the age range of these world, or the geographical regions where they live. Additionally, you will should recognize just how these world watch the people, what their prevalent goals and also desires are, their fears and also pertains to, that impacts them, and so on.

You have the right to learn this information via surveys, by speaking directly and also at length through small teams of your best personas, and also by means of sector study. Your goal right here is to construct a solid feeling of that your persona is as a person. It is the only means you deserve to craft messeras and also existing your product to connect through these civilization emotionally in a positive means.

Tip 2: Analyze Your Competitors

As we mentioned in the development, positioning your product efficiently requires both that you discover the right message around your product for the ideal sector segment and also that you articulate to that segment what makes your product better than the remainder of the field.

The Milk Duds team examined its rivals and discovered one area wright here they can conquer. Their caramel-extended chocolates took much longer to eat than a typical chocolate bar or smaller treats favor M&Ms’ candy-extended peanuts. Then they produced a distinct position that resonated through candy buyers: You’ll have a longer-lasting candy experience through Milk Duds.

Examine the competitive landscape for your assets. Is tbelow an emotional cause your competitors are lacking that you could usage to carve out a valued place in your consumers’ minds?

Step 3: Decide How You Want Your Persona to Feel About Your Product

The following action is the the majority of difficult. You will should apply what you’ve learned about your persona, and also about any potential openings in your market, to recognize a unique room for your product to occupy in customers’ minds.

Product positioning calls for more than simply articulating the unique worth proplace of your product. It likewise calls for that you uncover a means to affix on an emotional level via your prospective customers and buyers. You have to encertain that they have actually a strong, positive feeling about your brand once they encounter it.

If you don’t take proenergetic measures to affect those emotional reactions in your customers, they might develop their reactions—and those might be negative.

An Example of Brilliant Product Positioning

In their book, Ries and also Trout discuss many kind of real-human being examples of products that have actually had incredible success positioning (and also re-positioning) themselves in the minds of consumers. Let’s look at one right here.

The Milk Duds Example

At one point in its history, the Milk Duds candy brand was struggling to make it through. Its parent firm couldn’t complete through the more effective chocolate bars on the market. Few stores would certainly even lug Milk Duds—and also many of its sales were to movie theaters.

Then the company’s marketing and also product groups hit on a brilliant idea. Milk Duds last much longer than other candies. They made more sense as a movie theater treat because moviegoers might gain their snack longer in the time of the film than if they bought a Hershey’s cocoa bar. This message of a long-lasting treat resonated much beyond movie theaters. At some point, it made Milk Duds among the many successful candy commodities on the industry.

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What they did and also why it worked:

The team behind Milk Duds found a brand-new way to position their product for customers, one that no various other candy provider was trying to earn: The long-lasting candy bar. The firm didn’t change any type of element of the product itself. They discovered a new place for their brand to occupy in the minds and hearts of candy-buyers.

Related Terms

product strategy / user study / product vision / user persona / buyer persona / distinctive offering proposition